Ever feel like you’re spinning your wheels trying to build momentum in your Primerica business? You’re not alone. Many reps struggle with creating a consistent, duplicatable system that actually works. But what if you could unlock a simple strategy that not only boosts your recruiting efforts but also sets you on the path to wealth? That’s exactly what Paul Catanzarite dives into in this powerful training session. He breaks down the essentials of a duplicatable system that can transform your business from stagnant to thriving. It’s not rocket science, but it does require discipline and enthusiasm. If you’re ready to stop guessing and start succeeding, this video is your must-see moment. Watch it now and discover the steps that can take your business to the next level.
Video Transcription:
Very nice.
All right, we want to get right into it this morning.
I actually have some stuff to get through here.
So I want to talk about our system, and I want to talk about our duplicatable system.
And I want you to realize that the fact that we have a duplicatable system is why you can win here.
You see, the system is why you get wealthy here.
It’s simple.
It’s not easy.
But you understand, right? It’s got to be hard for it to be worth it.
It’s got to be hard for it to be worth it.
You see, if it was easy, everybody would do it and there’d be no money in it.
How many heard that growing up in the business? Absolutely.
And here’s what I’ve learned in life, and not just in primerica.
The greater the adversity, the greater the reward.
See? The greater the adversity, the greater the prize.
The apostle Paul said in Philippians, he said, you gotta press or strive towards the prize of the high calling.
See, you need to press and you need to strive, you need to work.
That’s why they pay so much money.
That’s why you can make $780,000 in a month.
That doesn’t happen.
You see, it’s the few who will do the repetition enthusiastically, as Jimmy Meyer says, that will win in prime.
Eric.
So let’s talk about our duplicatable system.
We’re going to get back to basics.
This is simple.
This is easy.
So what do we have to do? Well, first you need to make a list.
How many have heard this before? But I tell you right now, if went around the room and we asked if every single person in this room made a list, guess what? Some of us don’t even know what a list is.
Yeah.
Shopping list.
Right, exactly.
John, you gotta make a list.
So if you’re new and you have not written down a top 50, you need to make sure you write that down.
If you’ve been with us before, we’ll make a new list.
If you don’t have anybody to put on that list, get out and meet some people and start a new list.
So I’m gonna give you two things.
You see, first, what I like to say with our new people, right? We sit down, I sit down with you, Grace, and I say, hey, listen, grace, right? You’re brand new.
You got your list.
Most people get me in front of ten people in the first week or so.
Is that something you can commit to? Guess what? She doesn’t know whether it happens or not.
But that’s what most people do, right? And then what I might say is, hey, listen, we all know two or three people, so you’re easy.
Three.
We all know two or three people that will do anything for us, right? Who do you know that we could get on a quick call right now so we can kind of share what you do, and they’d be willing to help you out.
You see, you gotta get with a sense of urgency that the next thing you gotta do is you gotta plug into every training and power hour.
Which ones can you miss? None.
None.
Let me tell you, there are a lot of times I didn’t wanna come to training, but I knew I had to call Mike humenekheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheheh and explained to him why I was Weenie and out of training that day.
And then there was no excuses with him, so I didn’t call and I just showed up.
And can I let you know, the ones I didn’t want to go to were the ones I got the most out of.
That’s usually how it is.
You see, there are people right here that have not shown up.
And here’s the challenge with those of us who are here.
You’re still thinking about the ones that didn’t show instead of working the ones that did show.
You see, you need to make sure you do that.
And then what do we do? What’s our system? Well, if they’re a one to three pointer, right.
Somebody went over before macho.
I think Nalita went over macho.
Right.
Married, age 25 to 55.
Right.
Children, home.
Good occupation.
If they’re one to three of those, well, you invite them to the business overview.
Steve showed you the closing question.
What works better for you? Wednesday night or Saturday morning? This is our system.
Is this any, is this rocket science so far? Is there anything you haven’t heard so far? But my question is, how many times did you do it this week? See how many times you do it this week? Let me tell you what the most important meeting is.
That meeting, that one that you invite guests to see.
That’s our system.
So they show up.
What do we do with the four and five pointers? Well, you set kitchen table appointments with them.
By the way, you’re still allowed to drive to their house and sit down across the actual kitchen table, just so you know, in case you’re wondering.
Now, listen, I love zoom.
Highly efficient.
But I’m just letting you know, most of my clients like to see my face.
It’s just how it works.
Right.
So what do you do with the kitchen table? Well, right.
You aim for the recruit you miss with the sale, but then you go and you get referrals.
And somebody said this morning, right, that gives you right.
Referrals is what keeps you in the business.
I like to say it this way.
It gives you unlimited chances to master your craft.
That’s what referrals do.
You see, people say, how are you going to run out of people? You will never run out of people.
And if you think you can run out of people, well, that’s a lie from the enemy.
You understand that there are always people that need what we do.
There’s no such thing as running out of people.
So you got to get referrals.
Five business, five recruit.
I used to say I asked for ten or 15, and after they give me some recommendations, I will ask.
I will steam them.
How many people have heard of steam? Right? It’s just an acronym.
Hey, who’s the best salesperson? You know, who’s the teacher, you know, the most enthusiastic, ambitious, money motivated? Because those are people I want to invite down to the overview.
So guess what? You’re over the kitchen table.
You’ve aimed for the recruit you missed with the sale.
But guess what you’re also allowed to do.
It’s not just business and referrals, but I could do what, Matt? I could invite them to the overview.
Right? What works better for you? Wednesday night or Saturday morning? That’s the alternate of choice.
You see, this is our system.
It’s not hard, but you got to repeat that system enthusiastically.
Repetitive, right? So you get them to the overview, they come out.
What do we say coming out of the overview? Simple stuff, guys.
You understand if you memorize five or six questions, you could win in this business.
I mean, how crazy is that? That’s why I say, look, it’s hard because it’s supposed to be hard, but it’s easy because it’s a duplicatable system.
Hey, what’d you like best about what you just saw? The financial concepts or the opportunity to be in business for yourself, or a little bit of both? How many people can memorize that? That’s what you say when they come out.
And the answer they give you is dependent on the next follow up question.
Great.
How soon are you looking to get started? Right away.
Fantastic.
Let’s get and sit down.
So you want to close that IBA right now? We should reverse this.
So if you’re writing it in order, it should be, then meet with that person.
So what do you do after we close the IBA? You gotta meet with them right away.
Now I used to hear 24 to 48 hours, but I think in the world today, with TikTok and Insta Facebook and all this other stuff, I think you need to meet with them right away.
In fact, I think you should sit down with them right there and start their one one, but not within the next 24 hours.
People say, well, how do you get people to take off work? You ask them, how do you get people to come during lunch the next day? You ask them, right.
Your expectation.
Understand? If my daughters were going for teaching jobs, the teaching job didn’t say, hey, what works better for you next week? They said, this is the slot.
Make it or don’t.
Well, guess what? People say, well, how do you always meet appointments or have your appointments on the same time slot? Because that’s the only ones I offer.
And people will rise to your expectations.
And then what do you want to do? You sit down with them, right.
We go through the system again.
You get on the kitchen table with them immediately.
And what I want to do, Dave, right, is get them a teammate right away.
Because a recruit isn’t until a recruit.
Until they got a recruit.
You see, when you show up with somebody, see, if you here by yourself, awesome.
But if you’re here with somebody else, that’s even better, isn’t it? And if you’re here by yourself now, make sure you bring somebody else to the next meeting.
When’s the next meeting, by the way? The next one.
That’s the next big event.
Monday night, Tuesday night, Wednesday night, whatever it is, that’s the next one.
So bring somebody with you then.
And here we go.
What do we do now? We sit down, we get the one one.
We set some appointments.
We get them to what? Make a list.
So what did you start with? A list.
What do you duplicate with a list? And you got to get them to make the list.
And you got to get them to plug into every training and every power hour.
And then you show them how to set up kitchen tables and appointments and invites, and then you just get referrals and repeat that process.
It is enjoying the repetition enthusiastically.
This is not a difficult business.
What’s hard? Disciplining yourself.
Like Joe said, to do the work every single day.
But I’m telling you, if it was easy, everybody do it and there’d be no money in it.
It’s hard because anything worthwhile, anything that’s going to bear great fruit, is going to be difficult in the beginning.
So, guys, I appreciate your time.
Thank you very much.
Have an awesome day.
Just a young girl with a quick view.
